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Accelerating The Close: 8 Action Steps To Shorten The Sales Cycle (Part Two)

By E. Michael Shays

RainToday.com Note: This is Part Two of Two of "Accelerating The Close". In this first section, Shays offered his first four strategies to help you sell your services more effectively. Here, Shays concludes with his final four strategies.

Action Idea #5: Use The Magic Words

At some point in a sales meeting with a client, the consultant is expected to offer some course of action. If the consultant has listened carefully, she will likely be completely aligned with the client. It is also likely that the client hasn't revealed some inner motivations that influence the decision to use a consultant. Offering a course of action becomes a gamble: Get client agreement, or face being dismissed along with the consulting approach.

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